Greg Yates

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To find out what the other party might consider to be an emotional payment, you need to focus hard on the pictures in their heads. How do they view the world? What are their needs and perceptions? How would they like to hear things framed? Do they need concessions? If so, what kind? A simple apology? An elaborate apology? No apology, but flowers? In other words, emotional payments are very specific to the person and the situation.
Getting More: How You Can Negotiate to Succeed in Work and Life
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